 cannot lose. You just gotta understand the concept and what I'm saying and then apply it. You know what I'm saying? You will lose if you don't work. You will lose if you think scarcity. You will lose if you're going after the deal. But you won't lose if you're going after the relationship. You won't lose if you're going after, if you understand a bond to see you. You won't lose if you work your ass off, you know? What up man? How's it going? Good. Nice to meet you. You too, bro. So what you got going on? I'm just trying to kind of get a grasp on things. Trying to figure it all out. You know, it's been about six months down here, so my business so far has actually come back in Michigan. Are you from here? Or how long you've been here? So I moved down here in 2014. I played baseball at West Florida for a couple years. But I grew up in Michigan, you know, just out of the Grand Rapids. So I just have more connections back there. And a lot of my friends are at that age where they're starting to buy houses. So I've got to refer, you know, a couple referrals under my bow, stuff like that. But as of down here, it's, you know, it's been, it's been different than I expected. You know, trying to just, you know, get my name out there and stuff like that. So how long have you been selling? How long have I been selling? I started at Coal Banker here in May. Kind of went through like a month of training before I even really like did anything. So I would say like middle of June to end of June is when I really started like, you know, getting out there and tried to start selling. So, but I've been doing like open houses for other agents. Yeah. You know, knock them to expired stores, you know, that kind of stuff. So just kind of basic, you know, just anything I can do to develop some business. So I guess A, what did you want to meet with me about and B, how can I help you? A, I mean, you're an agent, you have experience, you know, actually I saw one of your listings on the way out here and on the water there. So my biggest thing has been, you know, trying to get information from other people who are successful in this business, who, you know, have a proven track record. But B, the biggest thing that I'm struggling with is, you know, just in my office in particular, I'm 24. And, you know, the next closest person is not, you know, and it's just, there's an older style of thinking, there's an older, and it's been hard for me to adapt to kind of that stuff. Does that make sense? You know, kind of, I know like there's proven ways of doing things and stuff like that, but, you know, there's, I don't know, it's just, I haven't been able to connect with some of the agents and some of the people that I've met with and stuff like that. So, you know, from what I've looked at from you, you know, has been great. Are you in the coaching program? I, so when we spoke the other day through, you know, through messaging, I pulled up the, I pulled up your website and I started it. But I actually have a second job too. Yeah. I work in a restaurant. So I've been, you know, last two days because of you with that. But I, you know, totally plan on kind of, you know, done more and doing stuff like that. I think that's going to solve a lot of your problems. You know, there's a 90 day action plan. It takes you step by step through the course. And then we do live training every two weeks. And like, I mean, I'm answering questions, you know, DMs and emails and phone calls and text messages. And you wanted to meet me. So I'm here, like, you know, I'm answering every little single little thing. And so it's a really a full service coaching program for nothing, for absolutely free. But the course really lays out how I do my business, how you do yours may be different, right? But the cool thing about the zero to diamond is, is yeah, I did it circle prospecting and stuff. But if you don't want to circle prospect, if you want to do it through open houses or for sale by owners or buyer leads or whatever, it's all the same principles. Because there's like the way that I do it, the circle prospecting, the weekly email. And then there's the, the mindset behind the relationships over transactions and the business is unlimited, you know, losing deals is great and all that stuff, you know, outwork everybody. All that stuff, like blends into any form of success in real estate and other industries, you know, I'm saying. So I mean, since you haven't really like dove into it, the biggest thesis is, is that there's so many property owners in your area, you can't call them all ever. And so that creates a situation where business is unlimited, because you can't call them all ever. I mean, you could spend all your time day and night calling property owners and never get to the end. And if you did, that would be years and years down the road. Now you got to start all over because all 30% of the properties have changed hands or people, people change their mind on a daily basis. You could call the same person back in two weeks and get a different response to what they're thinking about doing. I mean, it's just completely 100% unlimited for everybody. And when you understand that, see, I went all in on that because the same emails you guys get, I've been sending those emails with my newest videos and podcasts and stuff to local agents here, every agent in my MLS for almost two years, telling them exactly what I'm doing, my competitors in my direct local market, because I'm all in with that it's unlimited. You can't tell you can't do it all. If I want to quit making calls, then I might have a problem. Somebody might come in and take some of my existing clients, you know. So like the whole thing is, is, yeah, you can think scarcity, if you're not going to put the work in, but if you want to put the work in and talk to people and create relationships every day, then you don't have anything to worry about ever, not markets crashing, not agents stealing your business, nothing, not Redfin, not discount brokers, none of that stuff, you know. My thing is, you know, I obviously want to be successful in anything that I do. And that's been my thing is when I first started, you know, I kind of had the mindset, I'm going to sell million dollars right now. And that's, you know, that's been the kind of struggle is how can I sell that million dollars, you know, that's just the price, whatever. Well, that's like three deals. Yeah, it is. I mean, that's not a lot. That's, but as a new agent, it's tough. Yeah. So I get that. It's been the biggest issue that I've had too is, you know, people look at me and they see that I'm younger and they kind of just brush me off and stuff like that. So I've been trying to be, you know, as like knowledgeable about everything as possible, you know, trying to wait when people ask questions, have the answers for them. And I know I'm not going to always have the answers for them, but never, you'll never have all the answers. See, this is where a lot of people get mixed up is, is they want to get all the, they want to have all the answers and they want to get, you know, they want to have everything and they're scared if they're going to get asked a question they don't know. Dude, I don't know anything. I really don't. I don't know anything about the properties of stuff. If you saw the video where the guy called me out of the blue asking me about one of my listings, I didn't know the lot size, I didn't know the sighting. I'm not saying that I'm not like proud of that, right? But I'm just, it's just like proof that like, you don't have to know everything. It's okay to say, I don't know, let me check. Because that even makes them trust you more when you show that you are vulnerable and you're willing to admit it A and B, go work hard to find the answer and get it back to them really quickly. I mean, that's just another touch. I don't want to know. I don't want to know everything. I don't want to know insurance. I don't want to know flood planes. I don't want to know. I don't want to know that stuff, you know? Do I want to know the basics, the basic ideas about like, I want to be a specialist in my market as far as the certain things I need to know. Like I can tell you any building down here, I can tell you how much condos are going for in every building down here. Like I got that memorized because that's important. Like that means something and I'm in it. I'm like in the game. But like knowing what the condo fees are every month, no idea, you know? So you just have to pick and choose what you think the most important parts are. And normally the most important things to remember are the things that you have to remember because you're in it because you're checking the hot sheet every day. You need to check the hot sheet every day, new listings, pendings and clothes. That keeps you on top of the market and you know what's happening and in your specialty property, you know, whatever that is. And you can kind of stay on those subdivisions and complexes, you know? Know what's going on in real time. And then you'll see something come up listed or sold and you'll think, oh, I need to call so-and-so that owns something in there and tell them about this. There you go. There's another touch. You're providing a service to give them real-time market info before anybody else. That's the advantage new agents have over more experienced agents is time to actually look through the market, study the market, call people, tell them, give them information before anybody else gives it to them. You know what I'm saying? Yeah, yeah. Yeah, that's, you know, with me going for, you know, a lot of the expired listings and stuff like that. That's one thing that I've tried to do is just stay up on that because it's right there what I'm looking for right now. Is that the only thing you're really doing? No, I mean, the three, well, I guess the four things I've really been doing are like my sphere of influence. Like I said, I have three referrals back home now already. The expires, FISBO is in an open house. So it's been the four biggest things. Been working with, I'm finding a good like farm area kind of stuff with my branch manager, but you know, a lot of print marketing, just a lot of things that I don't necessarily believe in, you know, or things that haven't clicked with me yet, like I haven't figured out a way to feel about that, that I like truly believe in. Yeah. And maybe excuse, maybe not, I don't know, but you know, I know that I just need to do it. Yeah. And then, you know, get out there and stuff like that. But yeah, those are probably the biggest things I've been doing so far. So how many calls are you making? How many calls? Like cold calls. How many cold calls? For a while there, I was doing like five or six a day, you know, but just to be completely honest, I was just getting shut down a lot and I just wasn't having that experience. That's the problem. You're not making enough calls. Okay. And then you discouraged yourself by not getting shut down. You know what I'm saying? You didn't like, I went through that, everybody goes through that stage of getting shut down. But then like, it's up to you to say, okay, whatever, I got to figure this out. It's like social media. You see people with 100,000 followers. You have 500. You're not getting any likes. You're not getting any followers. But you know, somehow people get to 100,000 and you just got to keep pushing through it, even though it's not easy. Right? It's the same thing with the phone calls. You got to keep going through that stage. See the thing about getting shut down is you're letting them shut you down. You got to go hard back to them and say, look, hold on a second. I'm not calling you to sell it for you to sell your property. I'm not trying to get you to sell your property. I'm not calling to see what I can't do for you. I'm calling to see what I can do for you. You know what I'm saying? Like, hold on a second here. You got the wrong person here getting upset with me or shutting me down. Like, I'm different. I'm trying to actually help you. If you don't see that, that's fine. We can go our separate ways, but don't get it twisted. You know what I'm saying? So like, you got, you got to, you got to get some skills. And the only way you can get skills is by making them calls. You're making five a day. That's horrible. How many would you recommend today? 100 at least. 100 calls a day? Really? Because through my program, you get Red X, you get Geo leads, you get the dialer. You plug up a plug in a subdivision that gives you all the numbers and then you hit dial and it starts dialing them automatically. And you just sit there and say hello and start talking to them. Their information is on the screen. You know, it dials them for you. That's how you can make a hundred. You know, like if you use a single dialer, you can make a hundred in about literally probably four hours. Right? If you use triple dialer or double dialer, you could get through them quicker. You know what I'm saying? So I used to have triple, I used to do triple dialer. But now I'm more like, I want quality over quantity. Right now you need quantity, right? But like, so you need to do double and triple dial. But I want quality, so I did single. I've been doing single for a while. But now it's not quick enough for me because it took me two hours to do 45 calls the other day. So I'm going to bump it up to double dial. I'm going to do double and just play with that and see how it goes. But have you seen me make live calls and stuff? Just from videos through Instagram and stuff like that. Oh yeah, yeah, yeah. See the YouTube is full of videos with stuff. The course has a bunch of videos of me making calls. I made live calls in the Facebook group Monday, Tuesday. I made live calls. It was crazy. It was nuts. I called 45 people. I got like four new clients and one buyer for after the first of the year in two hours, you know? I mean, if you did that every day, that was 45 calls. If I did that every day, I would have four new clients every day and a buyer every day or a seller. Four new clients and a seller. Four new clients and a seller every day. And no, they're not all going to pan out. But all you need is one or two a month, you know what I'm saying? And like, closings are happening every single day. So like, if you're working and you're talking to enough people, it's going to happen. If you're not putting in the work and talking to enough people that you've never talked to before, then it's not going to work. See what I'm saying? That's the only block between making it and not making it is, are you talking to enough people per day? And then, of course, the weekly email to stay in touch with everybody you've ever talked to. That just keeps everybody you've ever talked to and tuned with you. And maybe they'll call you back to do a deal. And if you provide a good service and they loved you and you went over the top, they're always going to come back to you and they're always going to remember you because of that email. So you don't have to like worry like, I don't need to stay in touch with them and I call them and they send Christmas cards. You don't have to really worry about all that because they're getting that weekly email and you're staying in front of them. So it makes it easy, dude, where you can scale your business. The weekly email makes it to where you can actually scale your business as big as you want because you're only spending an hour a week on as many people like I have 13,000. You know, like 3,000 open it up every week. I spend an hour a day and I can grow that. I could have 50,000 in there and I would still spend the same amount of time. So I can scale my business without putting more time into it. And I can continue making calls to get more clients. You know what I'm saying? It's a snowball. And I have the time for it too. I mean, like you said, New Asia has more time. Even if 100 calls took me 3-4 hours, you know, I still have that time. You know, I do. The expired listing is the reason that I kind of went more towards that and I suppose and stuff like that was because I was dealing with more people who were like in the market or, you know, like at least like had that idea of selling or buying or stuff like that, you know. And so that's, I told you, I was getting shut down. So I think that's why I went away. Another thing about the expires and stuff is that so many agents are calling them. But like you get so much experience as a new agent calling a hot lead. So you get a lot of experience up front, but then you get shut down because so many agents are calling them. So they're kind of have their blinders on for aid. They're like have their block up like another agent, get them out of here, you know, leave, leave, leave, leave. But when you circle prospect, you're calling neighborhood that you pick out, you pick out the price, you pick out what subdivision, what properties you want to sell, you pick. And then you call them, they're not getting called by other agents. They are open. They are friendly. They are, they want to hear from an agent. They want to know what's going on with the market. And as long as you can get that tone down and be friendly and make them feel comfortable with you and work on that skill, the people skill of filling them out and reading them on the phone, then you win because you'll make so many friends through doing that with property owners, the own properties you want to sell. They buy, they sell, you get their email, weekly email. After a couple years you're balling, you know. It's easy stuff. You just got to do it. I've been working out really hard for like six months now and I'm not where I want to be yet, but I know I'm doing the right things. I just got to keep doing it. I know I'm eating right. I know that I'm working out right. I know that I'm doing everything I'm supposed to do and I'm trying to get better every little step of the way, but I'm not where I want to be and that could be frustrating because I'm six months in. It's like, man, I should be where I want to be. I put in a lot of work. That's like real estate. You know the phone calls is going to get, you know the phone calls is the right work, but will you feel like you're balling after two months? No. You know what I'm saying? But you got to keep doing it. You know what I'm saying? Communication voice to voice is the key. Just do it. Don't think. Don't be scared. Pull up the addresses, hit dial and just let it start dial and just start talking to people. Screw up a bunch because all the call sessions for the next year for you are practice because all those people won't remember you called them the next day. And so you can just practice on these people, do a bunch of deals, get really good at making phone calls and it's all practice and you made a bunch of money and you have this huge database. Now you're way better. Now you know every call you make, you're like the man. You know what I'm saying? It's just part of it. You just got to go through it. Like right now I feel like when I make calls, it's just butter. Like I can't miss. I had a lady get mad at me the other day. You know, she's like, how'd you get my number? And I asked her if she owned the condo and she's like, I don't think that's any of your business and she was coming at me really wild. I was like, ma'am, you know what I'm saying? Like I'm here to help you. She's like, oh yeah, I'm sure you are looking out for my bet. I said, I'm glad you recognize that. By that time she was hanging up on me, you know, but and then I just called another, had a great call, got their email, had another great call. It's just like, I can't miss because there's no way to lose. Give me a scenario where you have a phone call session and it's a loss. I mean, you kind of change that way of thinking. I mean, I guess when I was making the phone calls, so with, like I said, I'm with Fulwell Baker and one of the programs that we have is called Amp and we just, it's like a kind of a month long training process and we have to make calls in class and that's what I was doing the most calls, but I was taking those rejections maybe, you know. Here's the thing, like no you can't because here's the thing. Now I don't have to worry about her anymore and I got better at dealing with somebody like that. If you have a phone call session then you get nothing out of it, not a single email, nobody was nice, everybody was hateful, that's still a win because you got that experience under your belt. There's so many facets to the layers of success of this stuff, dude. Like you make the calls, you don't get anything, but you learn a lot because each time you're like self-developing yourself. It's self-development, you know what I'm saying? So each email you get is 10 to 20 deals. So each email you get, you did 10 to 20 deals. So if you got four, you did like 100 deals that day over a 10 to 20 year career. You know what I'm saying? That's the way you got to look at it. Like I'm going to rack up 80 deals today. I didn't do a deal, but I got four email addresses. I got five, whatever. I just did 100 deals. You know, like number one, get out of here, dude. I'm here. See what I'm saying? Like when you think like this and you really apply what I'm saying, it's easy to get there. And then if you know how hard the struggle is, like over the next five years it's going to take to get there, but you got to go through it if you want to get to it. You know what I'm saying? So like if you learn something, you get clients, find somebody who wants to buy now, buy or sell, that's a deal now. You get people that don't want to do anything, but they gave you your email, you had a nice conversation, that's a deal later. I mean there's just no way to lose, dude. There's no way to lose. You win. If the market crashes tomorrow, you win. See, this is what agents don't understand. We make commissions. It's like the stock market. When the stock market crashes, the stock brokers are still making a killing because people are selling to get out of the market. They're making commissions when they sell. Same thing with this. You know, as the market's going down, we're selling people's properties for them. They're in trouble. They got to go, buyers want to buy right now because it's cheap. You know what I'm saying? There's all kinds of opportunity and there's a lot of urgency because the buyers want to buy right now and the seller's got to sell right now and all the agents get out of the business because they don't understand what I'm saying. So I'm trying to spread that message really deep around the world so that less agents get out of the business when the next big crash does happen. You know what I'm saying? That's the goal. To reduce the failure rate, that's the plan. To help the industry understand that the crashing market is a good thing. You know? Like it's not good like, you know what I'm saying? Like a lot of people lose their stuff but it's mother nature. It's inevitable. You can't help that it's going to happen. So you just step back. You let nature take its path and then you help people do what they need to do. It's all about helping people. You know? You help people get out of those situations and you help more people get into the situations at a better price and stuff. That makes sense. Unfreaking limited, dude. Whenever the market crashes, you call property owners. You do the same thing. You say, what can I do for you? You need to sell? You need to buy? You want to hold? You got an agent already? What can I do for you? You know what I'm saying? Yeah. That's been, you know, I think I mentioned to you that my family's kind of popping into that in construction and stuff. So I have like a background in the real estate world but one thing I didn't really think about is before I got into business is bringing people value, you know, even when you're not buying or selling for them, you know, just bringing people value just like you were talking about. And that's one thing that I've heard from a few different people is, you know, even if you don't want to help them buy or sell right now, you know, if you can just bring them value and bring them something that they can use, you know, that's huge. So. So remember forever. It's like a buyer that's not ready to buy but you show them property anyway. You spend a lot of time with them even though it's obvious they're not going to buy. Yeah. What do you think happens? They love you forever. They refer all their friends to you and in two years when they get their credit straight they buy. And then in five years from then they sell it and buy another one. In the meantime they refer three people to you. The people they referred to you, loved you so much because you did the same thing with them, they referred three people to you. Now you've done 10 or 20 deals over a buyer that didn't buy anything. Yeah, that's huge. That's huge. You know how many deals I've done like that? Like I show property and they didn't buy anything but I put them on my weekly email, they come back to me three years later, buy something, buy another one, sell stuff, refer people. I mean, can't lose, bro. Right. Can't lose. In this business you cannot lose. You just got to understand the concept of what I'm saying and then apply it. You know what I'm saying? Right. You will lose if you don't work. Yeah, yeah. You will lose if you think scarcity. You will lose if you're going after the deal. But you won't lose if you're going after the relationship. You won't lose if you're going after, if you understand a bond to see you. You won't lose if you work your ass off. You know? Yeah, like I said that, I was, I got shut down a few times and kind of got away from the calls and then I closed the deal through the open house. So that's kind of when I, you know, maybe had the wrong mindset about that. Making 100 calls in a day is easier than making three clients on a day. Listen, man, I love Doornock and it gets you in front of our owners talking to them, but very inefficient. I got an agent up in Michigan, Ben Steven. He didn't like the phones, right? He was a good door-to-door salesman before he got into real estate. He took my scripts and he went doorknocking and killed it. He was getting like five, six emails a day, right? Well, now it's snowing up there. He can't doorknock, so he's like, but he's such a hustler. So he's like, well, I guess I'm going to get on the phones and try this. So he's been doing that for like two weeks. It's the start of snowing. And I told him, I was like, put money on it that you want, you'll never doorknock again, because you can call so many more people than it takes to walk to each house and knock on doors. Like you can just call person after person, like the auto dialer just like, and so he did like two or three call sessions. And then he told me he was like, I will never doorknock again because it's so efficient. You can just sit in your office in front of your computer and just call so many people. It's nuts. No, no, no, no, no, no. You need to go all in, dude. Like there is, there's nothing else. Tell me something better. I mean, there is. There's nothing, dude. Like if you don't have anything to do, you know, like one day when you wake up and your calendar is completely clean, you don't have any appointment, you say I'm nothing. You should make phone calls using the Redx dialer and Geo leads for literally eight hours straight. You should do it eight hours straight. Take a bathroom break, pack your lunch, do eight hours straight. If you don't have anything to do, if you show property all morning, you don't have anything on your calendar the rest of the day, make call. There's nothing you can do that it like, I don't care what your website looks like or your business cards. I don't even care if you have business cards. Like I don't, like, like people are focusing so much on the stuff that doesn't matter. They're spending time like developing their business cards on their website and getting their email all put together and all this stuff. Dude, it don't matter. You got to be talking to people, man. Like we got bills to pay. Getting the business card, listen, getting the business cards doesn't pay you anything. Neither does putting a website together. Do that stuff later after you start to pay your bills. You know what I'm saying? Like we're in survival mode. Like this is do or die.